6 Barriers To Business DevelopmentMay 12, 2021 Off By editorialteam
#1 – OBSCURITY
There are buyers that do not know we exist.
There are buyers who know we exist, but do not know about our products when the need arises.
#2 – LOW PAIN
The product does not address a significant source of pain for the prospect. The greater the pain, the greater the urgency.
#3 – HIGH ACTION
The purchasing and/or implementation effort is greater than the expected upside potential for the product or commitment.
#4 – LOW PRODUCT TRUST
Buyers do not trust that the product can solve their problem.
#5 – LOW SALESPERSON TRUST
People who trust the product generally will not buy if they cannot trust and connect with the salesperson.
#6 – LOW COMPANY TRUST
People who connect with the salesperson will not buy from a company with a bad reputation.